Ethical Influence:
How to sell your community without selling your soul

Presentation by Irving Stackpole

October 26-29, 2003
AAHSA's Annual Meeting & Exposition
Colorado Convention Center, Denver, CO

Session Summary:

In this fiercely competitive environment, sales & marketing professionals and operators may feel pressured to exaggerate, and even misstate the facts. At what point does hyperbole become unethical? When would an exaggeration or partial truth fail closer scrutiny? Can facilities compete effectively and ethically? What principals of influence can be used in sales, marketing, admissions and management to the benefit of all involved?

Influence and persuasion effect everyone in society. We all subject others to, and are subjects of, the psychological triggers that motivate human behavior and action. Understanding the psychological principals will permit their application in many settings - including competitive business situations. The psychological factors of influence and persuasion can be applied to advertising, public relations, sales and a host of other situations throughout the nursing home enterprise. These factors are based on the scientific work of Dr. Robert Cialdini and others, and are immediately identified by seminar participants as those that motivate them to act and behave in certain ways.

For additional information about this event,
please visit the AAHSA web site

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